Sales Capability Specialist

Job Purpose: The Sales Development Analyst is responsible for enhancing the overall effectiveness and productivity of the B2B sales force (selling to channels). This role will act as a critical link between sales performance analysis and people development, translating data insights into actionable training, coaching, and capability programs to ensure sales teams have the necessary skills, knowledge, and mindset to achieve and exceed business objectives. Key Responsibilities: • Sales Analysis & Insights: • Conduct routine and ad-hoc analysis of sales data, including sales by channel, product performance, margins, customer segmentation, and salesperson productivity. • Utilize data analysis skills (e.g., trend and variance analysis) alongside advanced Microsoft Excel, BI tools (Power BI, Tableau), and CRM data to identify performance gaps. • Develop clear, insightful reports and presentations on sales force capabilities and performance metrics for management review. • Identify specific skill or knowledge deficits within the team based on data and field observations to create targeted development plans. • People Development & Training: • Deliver dynamic training sessions and workshops using strong presentation skills. • Execute field coaching programs to reinforce learned skills and ensure the consistent application of best practices. • Manage the capability development portion of the onboarding process for new hires to ensure rapid productivity. • Stakeholder Management & Communication: • Collaborate with Sales Management, Marketing, and Trade Marketing to align capability programs with strategic goals and new product launches. • Maintain excellent communication with the sales force to promote learning, gather feedback, and clarify expectations. • Build high-trust, collaborative relationships with sales leaders and team members. Skills & Competencies: • Technical/Hard Skills: • Basic to intermediate sales data analysis capabilities. • Advanced proficiency in Microsoft Excel (pivot tables, formulas, data visualization). • Experience with CRM systems (Salesforce, HubSpot) and BI tools to extract and interpret data. • Proven ability in training design and facilitation. • Soft Skills: • Exceptional, clear, and confident presentation skills. • Excellent verbal and written communication to simplify complex data. • Strong interpersonal skills to establish trust and credibility across the organization. • Passion for continuous self-development and staying current on FMCG B2B trends. • Growth Mindset: • Change management skills to help teams adopt new processes without resistance. • Strong business acumen and understanding of FMCG B2B distributor models and channel dynamics. Key Performance Indicators (KPIs): • Capability Impact: • Improvement in Sales Force Conversion Rate (e.g., Lead to Opportunity, Proposal to Close). • Increase in average deal size or the number of product lines sold per B2B customer (Range Selling). • Uptake and completion rates of key training modules. • Analysis & Insights: • Timeliness and accuracy of required Sales Performance Reports. • Number of actionable insights generated that lead to specific training or coaching interventions. • People Development: • Improvement in average sales rep competency scores from pre- and post-training assessments. • Positive feedback scores from managers and trainees regarding training effectiveness and coaching quality. • Reduction in the time it takes for new sales hires to reach full productivity. Show more Show less

Sales Analysis & Insights: Conduct routine and ad-hoc analysis of sales data, including sales by channel, product performance, margins, customer segmentation, and salesperson productivity. Utilize data analysis skills (e.g., trend and variance analysis) alongside advanced Microsoft Excel, BI tools (Power BI, Tableau), and CRM data to identify performance gaps. Develop clear, insightful reports and presentations on sales force capabilities and performance metrics for management review. Identify specific skill or knowledge deficits within the team based on data and field observations to create targeted development plans. People Development & Training: Deliver dynamic training sessions and workshops using strong presentation skills. Execute field coaching programs to reinforce learned skills and ensure the consistent application of best practices. Manage the capability development portion of the onboarding process for new hires to ensure rapid productivity. Stakeholder Management & Communication: Collaborate with Sales Management, Marketing, and Trade Marketing to align capability programs with strategic goals and new product launches. Maintain excellent communication with the sales force to promote learning, gather feedback, and clarify expectations. Build high-trust, collaborative relationships with sales leaders and team members.